Approaches to the Opportunity
The approach taken to both sell side and buy side engagement at FOCUS Investment Banking is a well-defined one. Whilst Project Falcon was concerned with the sale of a CRO, this report will highlight the process behind both buy and sell side engagements.
Sell Side Process
There are several motives for owners to sell profitable companies. These can include emerging alternative interests, elderly age and health issues. Alternatively, the sale may be a strategic one in which they intend to gain credibility in the eye of angels and venture capitalists for further projects.
Sale Types
When engaging is a sell side M&A deal there are three ways in which a transaction can be executed.
1. The Negotiated Sale
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Furthermore, the target list may omit some potential acquirers who could have bid aggressively (Sale Processes, 2017).
3. The Confidential Broad Auction
This confidential broad auction approach is the approach that is taken in all deals that FOCUS Investment Banking represents. This is the most likely scenario for middle-market companies as they lend themselves well to broad and public selling methods. Confidentiality is maintained by taking a “blind outreach” approach coupled with confidentiality agreements (Three Types of Auctions for Sell-Side Mergers & Acquisitions, n.d). This method will generally bring in a excess of bidders that will be made up of financial and strategic buyers (Sale Processes, 2017). Therefore, this process is most effective in a strong merger market such as the CRO market. Nonetheless, a broad auction may deter potential bidders due to fears of overpaying for a business (Sale Processes, 2017). Furthermore, a broad auction can often consume a substantial amount of management 's time and attention.
Sell Side process at FOCUS Investment Banking
FOCUS Investment Banking has a well-defined and methodical execution process for its’ sell side deals (Figure 1).
Figure 1: The sell side process
earnings. The income from the sale fueled a further diversification of the company, but also a
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By negotiating on Liquidation terms, to vary by 1x, 2x, 3x and not the first $29.5 M on any sales.
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